In most companies, it is not customary to divide responsibilities between specialists in this department. Each employee can perform any of the functions in one of five main areas:
Search for new clients
The commercial success of a business depends on a constant flow of customers. Sales managers are responsible for finding leads and expanding the customer base. There are several ways to do this:
cold calling contacts obtained from various Internet resources;
personal visits to organizations that may have a need for the company's product;
filling your social media page or personal website with content;
communication with potential band database buyers at conferences and specialized exhibitions.
The collected leads are subject to processing, the purpose of which is to find out how much they correspond to the portrait of the target consumer. The manager takes the following actions for this:
Determines which group a potential buyer belongs to. For this purpose, the sales department conducts regular ABC analysis, based on the results of which the client base is divided into sections by frequency and volume of purchases. The manager must know the characteristics of each group in order to compare the lead and assign it to one of the segments.
It is determined to what extent the client is ready to cooperate.
Suggests what kind of company product might be of interest to the buyer.
Areas of work of a sales department employee
When working with warm leads, the manager's responsibilities are reduced. He does not need to look for a client, the interested consumer himself contacted the company by clicking on the advertisement. In this case, the sales department employee:
answers an incoming call or a message in a chat;
finds out what problem the lead intends to solve with the help of the seller’s product;
selects the appropriate product (service) or refers to another specialist.
Compile and send commercial proposals
The manager's work with potential and existing clients by sending them emails consists of the following:
identifies what customer problems can be solved using the company's products in order to create a compelling commercial proposal;
assigns the task of writing the letter to a marketer or does it himself;
makes individual adjustments for each recipient (discount amount, delivery terms, etc.);
sends letters and responds to received responses.